1. STRATEGY — Set Direction & Define How You Win

Sub-System: G.R.I.P. Model™
Clarifies who you target, what you offer and how you compete.

• G — Goals: commercial priorities and targets
• R — Resources: capabilities, skills, tools, budget
• I — Ideal Client Profile: your best-fit, highest-value customers
• P — Propositions: compelling, differentiated value messaging

A strong Strategy ensures your team focuses only on opportunities you can win and deliver brilliantly.

2. PLAN — Build the Sales Engine

Sub-System: S.P.R.I.N.G. Management System™
Creates the structure, processes and management rhythm needed for consistent performance.

• S — Structure: team design and role clarity
• P — Process: standardised workflows and sales steps
• R — Recruitment: hiring and onboarding the right people
• I — Incentives: motivational reward systems
• N — Nurture: coaching, development, and capability growth
• G — Governance: KPIs, reviews, and accountability cadence

Planning removes chaos and replaces it with predictable, scalable performance.

3. ENGAGE — Execute a Consistent, High-Quality Sales Motion

Sub-System: P.L.A.N.N.E.D. Pursuit Playbook™
A proven, repeatable method for progressing deals from first contact to successful delivery.

• P — Prepare: understand targets, value, pitch
• L — Lead Generation: create meaningful engagement
• A — Assess: qualify rigorously
• N — Nurture: build trust and momentum
• N — Negotiate: create win-win outcomes
• E — Execute: close cleanly and confidently
• D — Deliver: hand over smoothly and grow the account

Engage turns “every deal is different” into a predictable, controllable process.

4. ASSIST — Equip Your Team to Perform at Their Best

Sub-System: T.A.C.T. Toolkit™
Modern sales enablement that provides the tools, coaching, content and technology sellers need.

• T — Technology: CRM, AI, automation, sales tools
• A — Assets: playbooks, battlecards, messaging, templates
• C — Coaching: skills, performance & mindset development
• T — Techniques: practical, proven sales methodologies

Assist empowers salespeople with everything they need to sell effectively, confidently and consistently.

5. REFINE — Orchestrate, Measure & Continuously Improve

Sub-System: L.O.O.P. Feedback Cycle™
The engine that drives ongoing improvement and cross-functional alignment.

• L — Learn: insights from wins, losses, and data
• O — Orchestrate: alignment across sales, marketing, delivery
• O — Optimise: refine processes, messaging, tools, assets
• P — Progress: measure KPIs and performance improvements

Refine ensures the entire system gets smarter and stronger every month.

⭐ The Outcome: A Complete, Modern Sales Function

When all five pillars work together, businesses achieve:

• Higher win rates
• Bigger contract values
• Shorter sales cycles
• More (and better) qualified opportunities
• Predictable, scalable revenue growth

SPEAR transforms selling from inconsistent effort into a unified, high-performing, commercial function.